Every individual has distinct characteristics, and is capable of doing particular things, of which he may be genuinely proud if he fully develops and uses his personal qualifications. When all the truth about his best possible self is skillfully made known to others, chances for success are certain to be opened to the ambitious man. If he lacks the salesmanship key, the doors of opportunity may always remain closed, however well he deserves to be welcomed.

You possess “goods of sale” that have real quality, that are durable, that will render service and afford pleasurable satisfaction to others. Your goods can be sold as surely as quality phonographs, durable automobile tires, serviceable clothes, or pleasing books.

Maybe you can “deliver the goods” with smiles, or hearty tones, or ready acts of kindness. Anyone can easily be friendly. But have you developed all your ability to smile genuinely? Have you cultivated the hearty tone of real kindness so that now it is unnatural for you ever to speak in any other way? Do you perform friendly acts of consideration for others on every occasion, as second nature?

If your honest answers to such questions must be negative, you are not a good salesman of your best self all the time.

Exerpt for Certain Success by Norval A. Hawkins

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